May 19, 2016 – SPI Health™, Sales Performance International’s (SPI) dedicated life sciences practice, is proud to be a Preferred Industry Partner and exhibitor at the L-TEN 45th Annual Conference. This meeting is the nation’s largest gathering of life sciences trainers and educators with an estimated attendance of 700+ trainers and leaders from the pharma, biotech, medical device and diagnostic industries. This year’s meeting will be in National Harbor, MD at the Gaylord Hotel, June 13-15.
The purpose of the L-TEN organization is “To harness the collective intelligence of our members in order to help them lead through complex change, and help their people maximize the value of customer engagement.” In support of that mission, SPI Health will lead a Learning Lab session as well as sponsor a workshop in the Customer Engagement and Selling Skills track of the meeting.
Learning labs are intended to be 20-minute micro-sessions that focus on current, hot topics in the Life Sciences market. Brad Ansley, Director of SPI Health address how successful companies are using advanced analytics to link talent development to business outcomes.
In the Learning Lab session, he will review how the changing business and practice models in healthcare are making previous sales competency models obsolete. Additionally, he will demonstrate a process for identifying sales competencies that are proven to drive the business outcomes important to your company and how to link them to talent development. The session will take place on Wednesday, June 15th at 1:00 pm in Learning Lab 3.
Our sponsored workshop is titled, “Transforming Global Sales Process: Shifting from Product to Collaborative Selling”. This is a 90-minute case study depicting the sales process transformation in a medical device/diagnostics organization. The workshop will center on the approach one global organization took to shift focus from product selling to solution selling in order to sell across their portfolio of products and increase competitive wins. This session will take place Tuesday, June 14 at 2:00 pm in the Baltimore 4 room.
If you are attending the L-TEN conference, we invite you to stop by our booth (#405) and attend one of the sessions. Additionally, you can download a series of white papers that provides our latest thought leadership on issues impacting life sciences sales organizations by clicking here.